ADMA Biologics Inc (ADMA) 2025 Q4 法說會逐字稿

Good afternoon and welcome to the Adma Biologics full year 2025 financial results and business update conference call on Wednesday, February 25, 2026. (Operator Instructions) At this time, I would like to introduce the company. Please go ahead.

Welcome everyone and thank you for joining us this afternoon to discuss ADMA Biologic's financial results for the 4th quarter in full year 2025 and recent corporate updates. I'm joined today by Adam Grossman, our President and Chief Executive Officer, Brad Tade, our retiring CFO and treasurer, and Terry Koehler, our incoming CFO and treasurer.

During today's call, Adam will provide some introductory comments and provide an update on corporate progress. Brad will then provide an overview of the company's 4th quarter and full year 2025 financial results, and Terry will make some introductory comments. Finally, Adam will then provide some brief summary remarks before opening up the call for questions. Earlier today, we issued a press release detailing the full year 2025 financial results and summarized certain achievements in recent corporate updates. The release is available on our website at www.Amabiologics.com.

Before we begin our formal comments, I'll remind you that we will be making forward-looking assertions during today's call that represent the company's intentions, expectations, or beliefs concerning future events which constitute forward-looking statements for the purposes of the safe harbor provisions under the Private Securities Litigation Reform Act of 1995. All forward-looking statements are subject to factors, risks, and uncertainties such as those detailed in today's press release announcing this call in our filings with the SEC, which may cause actual results to differ materially from the results expressed or implied by such statements. In addition, any forward-looking statements represent our views only as of the date of this call and should not be relied upon as representing our views as of any subsequent date.

We specifically disclaim any obligations to update any such statements except as required by the federal securities laws. We refer you to the disclosure notice section in our earnings release we issued today in the risk factors section in our annual report on Form 10k for the year ended December 31st, 2025, for a discussion of important factors that could cause actual results to differ materially from these forward-looking statements. Please note that the discussion on today's call includes certain non-GAAP financial measures, including adjusted EBITDA and adjusted net income. A reconciliation of these non-GAAP financial measures to the most directly comparable GAAP metric is available in our earnings release, and with that, I would now like to turn the call over to Adam Grossman. Adam, go ahead.

Thank you. Good afternoon, everyone. ADMA delivered a strong finish to 2025, reflecting disciplined execution across our commercial, manufacturing, and financial platforms. For the full year, total revenue was $510 million representing 20% year over year growth. Adjusted EBITDA was $231 million increasing 40% year over year, and adjusted net income was $161 million increasing 35% year over year. These results underscore the durability of our growth engine and the expanding operating leverage within our fully integrated US-based business model.

Importantly, 2025 was a defining year for ADMA. We expanded margins, improved our balance sheet, and executed several strategic initiatives that enhanced the long-term durability and earnings power of our company as we enter the next phase of growth. Incentive continues to drive our growth. For a full year 2025, the Senate achieved $363 million in net revenue, representing 51% year over year growth.

Our differentiated patent protected specialty immunoglobulin exited the year at record utilization levels driven by high demand and strong prescriber adoption. With incentives still forecasted to be early in its penetration curve within its total addressable market driven by broad payer access and increasing confidence in long-term supply continuity. Incentive is well positioned for sustained utilization growth throughout 2026 and beyond. Before turning to additional operating highlights, I want to briefly address working capital. We expect accounts receivable and day sales outstanding to improve over the course of 2026.

Trending toward and potentially improving beyond industry benchmarks over time. The recent increase in working capital primarily reflects the growth in incentives and the acceleration in revenue growth we are guiding to as we continue to make meaningful inroads into incentives still significantly under penetrated addressable market. As demand builds and our McKesson distribution agreement ramps up alongside further anticipated diversification of our distribution network, we expect improving working capital efficiency and cash conversion throughout 2026.

We are also seeing continued validation of incentives differentiation in real world settings. Independent data sets generated during 2025 reinforce the center's unique biologic profile. A peer-reviewed study by Ten at all. Presented at the ACAAI 2025 conference and published in the Journal of Clinical Immunology. Demonstrated statistically significant reductions in infections and hospitalization among patients who failed prior IVIG therapy and transitioned to incentive. 71% of these patients showed clinical improvement.

These outcomes, along with additional publications expected throughout 2026 should further enhance physician confidence, support constructive payer engagement, and expand medical education and drive sustained utilization growth. From a manufacturing and supply perspective, 2025 marked a major inflection point as yield enhanced production transitioned into routine commercial practice with continued FDA lot releases. This makes 2026 the first full year of yield enhanced output, a structural improvement to our business model, supporting meaningful gross margin growth and increasing earnings power.

In parallel, we strategically repositioned our plasma collection network to improve capital efficiency while securing our long-term high tidal plasma supply. In December we entered into an agreement to monetize 3 plasma centers while retaining ownership of 7 centers and concurrently executed a long-term supply agreement that continues to diversify our high tidal plasma sourcing base. With newly forged supply contracts with the purchaser of Adma's 3 centers, in total, the company now has access to over 280 plasma collection centers, and we have improved supply visibility through the late 2030s and beyond.

This transaction remains on track to close this quarter. I want to thank the entire admin team for their exceptional execution and commitment throughout 2025. Their discipline and dedication continue to drive our performance and position us for sustained success. Before I turn the call over to Brad, I also want to share an important leadership update. After a successful tenure and meaningful contributions to ADM's growth and financial transformation, including the successful onboarding of KPMG as the company's independent auditor, Brad has informed the company of his intention to retire as Chief Financial Officer and treasurer.

We are grateful for Brad's contributions and partnership, and we are pleased that he will remain with ADMA in a consulting capacity through a structured transition period to ensure continuity of operations, which will extend through July of this year. Today we are excited to announce the appointment of our incoming Chief Financial Officer and treasurer Terry Koehler. He brings extensive public company experience, deep expertise in working capital optimization and cash conversion, and a proven track record of disciplined capital allocation, and financial execution.

This leadership transition further solidifies our ability to scale efficiently, enhance financial flexibility, and maximize long-term stockholder value creation. Importantly, there have been no changes to our previously issued financial statements, no changes to our internal control conclusions, and our forward-looking guidance remains strong. Our financial foundation remains robust and our priorities are clear. Drive commercial execution, invest in our capital efficient pipeline, and maintain balance sheet discipline. With that, I'll now turn the call over to Brad to review our 4th quarter and full year financial results in greater detail.

Thank you, Adam. Our full year 2025 financial results demonstrate ADM's consistent execution, expanding profitability, and earnings power. Total revenue for the year was $510.2 million representing 20% year over year growth. Gross margin expanded to 57.4% compared to 51.5% in 2024. Driven primarily by incentive's growing mixed contribution and the successful transition. Of yield enhanced production into routine commercial execution. Adjusted net income totaled $160.8 million representing 35% growth, and adjusted EBITDA reached $231 million increasing 40% year over year. These results reflect continued operating leverage, cost management, and the structural margin improvements anticipated by yield enhancement and embedded in our vertically integrated model.

Fourth quarter 2025 total revenue was $139.2 million reflecting 18% year over year growth. Importantly, we exited the fourth quarter of 2025 with corporate gross margins of 63.8%, representing approximately 10% year over year improvement. Fourth quarter 2025 adjusted EBITDA grew by 52% to $73.6 million and adjusted net income for the fourth quarter of 2025 grew by 57% to $52.6 million.

Ascena's continued growth through these broader market dynamics is a testament to the product's differentiation and relative insulation from standard IVIG market contours. ADMA ended 2025 with $88 million in cash, largely excluding proceeds from the previously announced Plasma Center divestiture, which remains on track to close in the first quarter of 2026. We maintain a healthy balance sheet and expect improved cash generation in 2026, driven by higher margins, improving working capital dynamics. And disciplined capital allocations.

Turning to our outlook, our 2026 and 2027 financial guidance forecasts continued ascent of strength, favorable product mix shift, full year yield enhanced production efficiencies, and sustained operating leverage. For 2026, total revenue is expected to exceed $635 million. Adjusted net income is expected to exceed $255 million. An adjusted EBITDA is expected to exceed $360 million. For 2027, total revenue is expected to exceed $775 million. Adjusted net income is expected to exceed $315 million. An adjusted EBITDA is expected to exceed $455 million.

For 2029, total revenue is expected to exceed $1.1 billion and adjusted EBITDA is expected to exceed $700 million. These targets are driven by continued ascentive penetration into its addressable patient market, full realization of yield enhancement efficiencies, continued mixed improvement, and disciplined operational execution. Importantly, these projections exclude potential contributions from SG 001 and future capacity expansion, which represent meaningful potential long-term upside. We believe ADM is entering 2026 from a position of strength with strong demand in a growing US IG market, higher margins, increasing cash generation, and a structurally improved earnings profile.

As I've shared with our board and leadership team, it has been a privilege to serve as ADM's Chief Financial Officer and treasurer during a period of meaningful growth and financial transformation. With record incentive utilization, yield enhanced production now fully integrated into our commercial operations, and improving long-term plasma supply visibility, I believe ADM is exceptionally well positioned for sustained revenue growth, continued margin growth, and increasing cash generation in the years ahead. I am proud of what the team has accomplished, and I'm exceedingly confident in the company's outlook. With that, prior to turning the call back to Adam, I'd like to introduce Terry to say a few words. Terry.

Thanks, Brad. I'm excited to join ADM's management team at a time of significant momentum and forward-looking opportunities. The company has built a differentiated platform with high demand, increasing margins, and a clear path to increasing cash generation. My focus will be on supporting disciplined execution, strengthening working capital performance and cash conversion, and enhancing financial strategy as we scale. I look forward to partnering with Adam, Caitlin, our COO, and the entire admin team to continue to drive growth, profitability, and long-term shareholder value.

Thanks, Terry. Adam, I'll pass it back to you.

Thank you, Brad and Terry. Stepping back, ADM is entering 2026 with strong momentum and increasing financial strength. We are scaling a differentiated growth platform with the highest margins in the plasma derived therapeutics complex. The company is committed to improving its capital efficiency while forging ahead with our focus on generating increasing cash flow which we believe will unlock meaningful stockholder value.

Incentive remains the core of our growth strategy. In 2026, we expect continued demand and market penetration, expanding prescriber adoption, durable and now expanded payer access, and growing market confidence in our IG supply continuity. With the stand still forecast to be early in its penetration curve, we believe the runway for sustained utilization and growth remains significant. Yield enhanced production is now fully integrated into commercial operations, making 2026 our first full year of structurally higher margin IG output.

Combined with continued mixed shift towards incentives, we are well positioned for outside gross margin growth, increasing operating leverage and continued earnings power. The strategic repositioning of our plasma collection network enhances capital efficiency and secures diversified long-term supply visibility to the late 2030s. These actions are expected to generate accretive cost savings beginning in 2026 and further improve the durability of our platform.

Beyond our commercial business, our lead pipeline asset SG 001 represents meaningful long-term optionality. We anticipate submitting a pre-IND package in 2026, potentially enabling direct progression into a cost-efficient registrational trial. We continue to view SG 001 as a potential $300 to $500 million peak annual revenue opportunity. In closing, ADMA has never been better positioned. We are forecasting substantial revenue growth, continuing margin growth, and increasing cash generation driven by disciplined execution across the organization. Thank you for your time today. We appreciate your continued interest and support. And with that, operator, let's open up the call for questions.

Thank you. Today's question-and-answer session will be conducted electronically. (Operator Instructions) Our first question comes from the line of Kristen Kluska from Cantor Fitzgerald.

Hi, this is Rick Miller on for Kristen. Thanks for taking our questions. Now that we can, hey, good to talk to you guys. So now that we can kind of clearly see into the proportion of sales that incentive accounts for, is there any updated color you can give us on how you're expecting incentive to sort of fit into the product mix as it relates to the revenue guidance that you've lined out going forward?

Yes, I was trying to figure out what the first question was going to be, Rick, and, that was certainly one of the top ones, but look, very proud, of aenages growth year over year, 51%, $363 million we've. This is our first time breaking out product level revenue. We certainly have been very bullish at incentives opportunity and, for the last period of time, right, Brad, we've been talking about mixed shift and, I believe that the ratio is about a 70-30-ish split between, a Senate and Viviga.

In 2025, We just believe that that's going to continue to grow. We've given guidance, around, revenue even net income for next year we think that that's going to grow and, in the fourth quarter we were 63.8% gross margins, we expect that to continue, to grow at quarter over quarter, full year certainly with the 57. 0.2% gross margin that we achieved, very proud of that, but the incentive mix is going to continue to shift as we've said, Rick, we're buying more high tidal plasma. We're making more incentive. We continue to forecast that Viviga should be flat to down throughout the calendar year 2026. So, we expect margins to improve. We expect incentive to continue to progress with strong utilization and demand, and we're very proud of the results.

Yeah, and Rick, just to expand on the gross margin piece that Adam just hit on, right? So you know in 2025 we had Q4 that had yield enhanced product being sold. So exiting the exiting Q4 2025 with a 63.8% gross margin looking into. 2026, we feel strongly about our margin, profile. We're going to continue to see the mixed shift from Vivigam to incentive, and we're going to have a full year of yield enhanced, product being sold for both Vivigam and incentive. So again, we're feeling pretty confident about our gross margin profile.

Okay, and maybe then to kind of follow-up on something you brought up there, it sounded like heading into this year you would really look to expand your third-party supply contracts to really get more of the RSV plasma. So is there any update on these efforts, could you give us any color on finding additional supply on that front?

Well.

With respect to the third-party supply agreements, they're continuing to perform in good standing. We're collecting more plasma, each and every. Every month, testing is ongoing and routine, in connection with the plasma Center divestiture that we announced at the JPMorgan conference, in January, we also signed an additional third-party supply contract with the acquirer of those three centers, so that operator, is an independent collector of plasma. They're not connected to any.

Fractionation capacity whatsoever they just sell plasma to third parties and we're very pleased to be partnering with them. They've got a robust network. What we said is it adds about 30 centers today and they have plans to grow and expand their network. They've given us projections, to about 50 additional centers. So all in all we are collecting high tidal plasma from, more than about 280 centers is, what I think we've, put in print. And it's going really really well. Look, we're very pleased and proud of our partnership with Griffles.

They're a great partner. They're working well with us, Kedron as well, another great partner working very well and to the admin team here, I mean, look, we test a lot of samples, we test an enormous amount of samples when you really look at it and. Look, as we've said, less than 10% of the donor population has the antibody profile that we're looking for. So, it's a labor of love, and we're collecting more raw material and we're going to make more. Product Rick.

I would just add that. Just like the team has operationalized yield enhanced manufacturing into normal course of business and normal course of manufacturing, I would say the same is true with RSV, collections, right? The third-party agreements have exceeded our expectations, and I think it's fair to say that we have normalized the collection of RS RSD plasma into a normal course of operations.

Great, okay, I'll jump back in the queue. Thank you, guys.

Thank you. One moment for our next question. Our next question comes from the line of Anthony Petron from Mizuho Americas.

Thanks and congrats on the strong end to the year here. Great working with you, Brad, and welcome, Terry. aybe Adam, just the incentive number, clearly was an outbreak in 4 you at least by our math, and we'll scrub it a bit. With these new disclosures, but when you think about the offensive strategy here, I think in the past you've shared.

You know there's really 900 target immunology, sites that you're going after. There's a decent amount of penetration into those sites. There's probably more than 1 prescriber per site. So on the offensive strategy, how many more new centers do you think you can add in 2026 and by what level do you think the prescriber base specifically can increase, this year and I'll have one follow-up.

No, thank you so much. Anthony. We, we're very proud of the results, as we actively call in about 300 immunologists. We have a large majority of that number who has, who have prescribed incentive to at least one or more patients. We feel very good about our ability to continue to grow both, from a reach perspective, getting more prescribers, writing their first script, getting more institutions using their first doses of incentive on these problematic refractive TI patients. But we are seeing the depth in the existing, same institutions growing rapidly. With commercial payer access opening up a bit in certain territories, we're very proud of the work that our team has done there.

We think that's going to open up more lives for us to treat, and then we've mentioned, the recent distribution, agreement which, expands and diversifies our distribution network to McKesson, and a number of the institutions that, buy strictly from McKesson, this is. We don't make the rules. People do what they want, and there's a large number of users of immunoglobulin in the PI space, and in other secondary immune deficient populations that buy exclusively through McKesson and their related entities.

So we're very pleased now to be in a position where we've got a. Plus supply of raw material which gives us visibility into the forward-looking throughput that we'll have in our plant and be able to distribute and we're excited about the opportunity to expand to additional institutions that we have not yet even tapped so I feel that you know with the guidance that we've given this year, 510 for calendar year 2020. 2025 was achieved.

Next year we're guiding to 635 on the topline. Substantially all that growth we believe is going to come from a set of utilization, and it will come from a mix of new institutions, getting experience, new prescribers, as well as expanding the reach into the existing same institution. So, the drug continues to work well. The data that we're seeing from the investigator-initiated studies and publications.

So, we're very pleased. With how the company performed, and we're really excited about 26. I mean, a lot of this feels like we announced it already, save for my, colleague Brad and Terry here, but we're very excited about the future that we've really unlocked the value creation driver which is yield enhancement with the third-party plasma supply you're going to continue to see quarter over quarter growth.

Very helpful and the quick follow-up will be you mentioned Adam and Brad as well on receivables, on track to get to a normalized level. I guess a quick two-parter, when does McKesson. Show up in receivables and you know if you can kind of just you know kind of define what that normalized level looks like once we get there that would be helpful thanks again congrats.

Thanks, Anthony. So maybe I'll just start off about when we're going to see McKesson. We're actively working, we got the agreement set up, we're working with their partners and the customers that we know there, and I think we'll start to see it in the first half of the year, but I really think you're going to really see it materialize, in the back part of the year, my team, I know, has been working very closely since, there are a number of steps that you have to go through to get sort of access with a number of these customers, and I can say that. My team has been working very closely with McKesson and, a number of the constituents that procure from there with respect to receiving formulary approval, PMT committee approval at, certain buying groups and certain infusion, consortiums.

So, I know that we're making substantial progress. I know that the team is working very hard, and I'm optimistic that we're going to see this, not only with McKesson, but we're also going to see, the right sizing of. Inventory, AR, etc. Normalized towards the middle back part of the year, that's what we've been messaging, and you know Anthony. When I look at the numbers and you know for the first like.

I was saying this earlier today. I know the numbers. I've known numbers since day one. I know how much incentive we've been selling. I know how much Bvigan we sell, but actually looking at the 10k for the first time with product level revenue broken out and seeing 51% year over year growth, I mean, it makes me understand a little bit more about what my distribution partners, what the specialty pharmacies who buy from us, what the end users have been experiencing.

Incentive is an extremely important product in the lives of these patients. It's, it has a higher cost per infusion than standard IG, as we've said, incentive sells for about, 5.5, 6 times other standard IG products. And you know I think that our customers believe us that we say hey we see all this growth we need you to prepare for this level of demand and I think that they believe us to a point but you know with that substantial growth the working capital requirements on our distributors on some of our end user customers have been robust so give us some time to work through this. Going to normalize this year, very excited about the new relationship with McKesson and all the opportunities that brings, and yeah, we're just going to keep growing. A growing revenue and reducing AR, I should say. Thanks, Anthony.

Thank you, ladies and gentlemen. This will conclude our question-and-answer portion of the call. I'd like to turn it back over to Adam Grossman now for additional closing remarks.

Thank you very much with with that, I'd like to thank everyone for dialing into today's call. Again, Donate plasma helps save lives and we appreciate all the support from the investor community and the team at ADA. Have a great evening.

Ladies and gentlemen, this does conclude the conference call for today. We appreciate your participation, and you may now disconnect.